As the Senior Director, OEM you will own the strategy and execution of Acumatica’s global OEM and embedded solutions business. Reporting directly to the SVP of Partner Strategy and Programs, you will shape and grow a dynamic partner ecosystem by forging strategic relationships with software vendors, industry solution providers, and technology platforms.
You’ll bring a mix of platform thinking, commercial acumen, and strong operational execution, combining the best practices from your experience working among industry leaders.Attributes that will be essential for success in the role include:Strategy & Leadership Define and lead the global OEM and embedded platform strategy aligned with Acumatica’s strategic objectives.Build a revenue plan for the OEM business that drives top-line growth for Acumatica.Own the partner lifecycle from recruitment through enablement, GTM, and renewal, scaling repeatable processes to support global growth.Serve as executive sponsor to key partners, collaborating with Product, Sales, Legal, Marketing, and Customer Success.Partner DevelopmentIdentify high-potential partners across verticals and platforms, including SaaS channel partners, industry-specific solution providers, and embedded solution builders.Lead complex commercial negotiations including licensing, revenue sharing, white-labeling, and integration frameworks.Drive cross-functional alignment for rapid, scalable partner onboarding and lifecycle management.Execution & Operational ScaleLead an OEM partner team and a set of channel-driven partners focused on acquisition, enablement, and success management.Develop and manage performance metrics: partner-influenced revenue, pipeline growth, onboarding velocity, and retention.Facilitate Quarterly Business Reviews (QBRs) to maintain alignment and accountability with partners.Thought Leadership & EvangelismRepresent Acumatica’s OEM program externally at key industry events, panels, and summits.Champion the embedded ERP opportunity with a compelling, differentiated value proposition for targeted potential partners in specific segments.